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Dan Lok

Stupid Questions That Cost You Sales

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Today you’ll get all kinds of techniques, tips, and strategies to improve your sales process…

So you or your team can close more sales with certainty, but WITHOUT feeling needy, sleazy, or inauthentic.

I’m sure you’ll agree…

Without sales, a business fails.

The sheer number of entrepreneurs that get into business without sales skills always shocks me.

So without further ado, let’s get started.

The Psychology of High Ticket Sales

Selling high ticket is nothing like normal sales.

You’re selling solutions to burning problems in your prospect’s life.

You’re selling emotions and an experience they can only get from you and a handful of others.

And if your marketing is done well, they’ll perceive you as the BEST option to solve their problem.

To get an insight into the psychology of high ticket sales, click here >> 

KEY POINT: You’re a value adder NOT a product pusher.

You never want to come across as needy when you’re on the phone, and you must get into the right mindset before the call begins.

I know you know this, but when there’s money on the line, people sometimes forget how important this is.

If you want to know exactly what NOT to do, then click here >>

How To Set The Agenda

Your sales interaction starts before you even get on the call.

It begins with the prospect’s experience in booking the call or dealing with you or your team over email or social media.

Assuming you’ve done the right things and got the prospect on the call, the first thing you must do is set the agenda >>

This frames you as the expert and allows you to remove pressure from the prospect and gives you control over the conversation.

3 Important Skills In Sales

The success of your closing call relies heavily on your ability to uncover your prospect’s pains, challenges, and obstacles.

You want to know what’s stopping them from achieving their goals, and you must then bridge the gap with your solution.

When the time comes, you must also be prepared to handle any objections they have.

Rather than having 101 ways to handle objections, I’ve discovered there are only 2-3 ways to handle the most common objections.

One of the main ways I do this is by turning their objection into a commitment, and I’ll show you exactly what I mean in a moment.

The two things I mentioned above are 2 of the 3 important sales skills you must possess.

The third one is something many closers overlook, and if you want to know what it is, then click here >>

7 Stupid Questions That Cost You Sales

Most salespeople think sales is all about talking to your prospect and selling them on the features and benefits.

But closers know sales is more about asking the right questions and listening.

The more you listen, the more you close.

But there are a number of questions you could ask that can and will cost you the sale.

Some of these will be obvious to you, but some are often overlooked and I see them asked all the time >>

The closer has no idea they’re asking the wrong questions and if you ask these questions, they’ll cost you money.

Watch the video above for the questions and what to ask instead.

How To Gain Confidence In Sales

Ultimately, the best way to gain confidence in sales is repetition, repetition, repetition.

You’ve got to roleplay and practice daily, even if you’re speaking with prospects daily.

Imagine knowing all the objections that could come up in your sales calls and having an answer for each one.

The next time an objection comes up, you’ll know exactly how to handle it.

How To Handle Objections Like Kung Fu Master

In any sales call, your prospect may have multiple objections.

These could be pricing objections or other ways of stalling the sale such as…

“Let me think about it”, “I’ll get back to you”, “Send me more info” etc.

We as closers will trigger objections in the prospect.

As price objections are some of the most common you’ll face, click here to see how I would handle a pricing objection >>

I have countless sales and objection-handling videos on my YouTube channel.

So feel free to search “dan lok objection handling” and watch as many videos as you can handle.

Why Hearing a “No” Isn’t The Worst Thing

We’ve all been there…

You get to the end of your presentation and your prospect says “no”.

If you’re like most people, you’ll think all that work was for nothing.

But if you’re like me and my team, you’ll be prepared.

There’s actually a way you can make money even when your prospect says “no”.

And I share exactly how to do it here >>

How To Use Reverse Psychology To Disarm Your Prospect

Reverse psychology is an advanced method I teach all my mentees and clients.

It works well when your prospect’s needs are below a 5.

Let’s pretend your prospect is making good money but they’re unhappy with their job, and your solution will help them move from their job but make the same money.

There’s no real financial incentive for them to move, the big incentive is working in something that’s more fulfilling.

So they tell you they’re making $100K per year.

Reverse psychology would sound like this “$100K. It sounds like you’re doing great, what’s wrong with that?”

This gets them to open up about their situation.

If you’d like another example I shared in an internal sales meeting, click here and skip to 2:17 >>

In closing, sales is an intricate topic with many nuances that can make or break your closing ratio.

I believe it’s the most important skill in business, and if you want to see your business explode, possessing the right skills or having a solid sales team is key.

Until next time, go high ticket,

Dan Lok

P.S. – We’re just weeks away from our 3-day event High Ticket Mastery.

Our last one was a huge success, and those in attendance got the exact strategies I’ve used to sell over $100 million in coaching and consulting products and masterminds.

These strategies helped them create an irresistible high ticket offer…

Attract hordes of high-value prospects using free traffic methods…

And close sales without feeling pushy or inauthentic.

Tickets are selling fast so click here for the full story on what’s to be a truly impactful 3 days together >>

How To Fill Your Team With “A Players”

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Everyone wants a team they can hold accountable…

A team that works well together, so they can minimize having tough conversations with members who don’t perform.

I’m talking about “A Players”.

So, in this week’s edition of High Ticket Weekly, you’ll discover how to rate your team members…

How to hold them accountable…

And how to handle team members who underperform, and have tough conversations if needed.

How To Define An “A Player”

It goes without saying that an “A Player” is someone who consistently performs at high levels and exceeds expectations. 

But what specific characteristics do they possess?

Because before you fill your team with “A players”, you must know what to look for. 

Now, you may already have a definition in your head, but I believe “A players” should possess these six characteristics. 

  • High productivity levels: They should be able to handle high workloads and complete work to a high standard over short periods of time.
  • Strong skills and knowledge: They should have strong technical skills and be able to apply these skills to their work.
  • Proactive and independent: They must show great initiative, pick things up fast, and be able to work and solve problems with minimal or no supervision.
  • Positive attitude: They must love what they do and enjoy working within the company. They must also contribute new ideas and work well with other team members.
  • Strong communication skills: “A players” have strong written and verbal communication skills they use to communicate their ideas to you and the entire team.
  • High EQ: I believe Emotional Quotient eats Intelligence Quotient (IQ) for breakfast. Sure, “A players” are often intelligent too, but they don’t have to be a genius to be an “A player” if they have a high EQ.

IMPORTANT: Each role has different expectations, and the definition of an “A player” will vary between departments.

Now you have a clear idea about what an “A player” looks like, you can create a rating system and begin to rate your team members to see how they measure up.

It’s possible you could train a “B player” to become an “A player” over time.

When rating team members it’s important you use clear and specific criteria for each role and stay consistent and objective with each rating.

If you’d like to know my simple method for measuring my teams performance, click here >>

How To Keep Your Team Motivated and Accountable

People ask me all the time, “Dan, how do I motivate my team?”

The truth is, you don’t.

You find people who are already motivated.

That cuts out a lot of the training and hard work on your behalf.

So, knowing that your team is already motivated, let’s speak about ways of holding your team accountable, whether they’re remote or not.

How To Keep Your Team Accountable

I believe one of the most vital keys to accountability is setting clear expectations.

These should be set each time a new employee joins the team.

There should be clear expectations around each project, such as budget, first draft due, and final deadline.

Communication is always important, but in a remote setting, it’s even more important.

You may like to set up a weekly meeting and a daily check-in if needed.

Employee engagement is also a key factor and there are things you can do to boost engagement such as frequent communication, and team-building activities.

These are just 3 of 8 ways to keep a remote team accountable.

If you’d like to know another five ways of holding your team accountable, then click here to read this short article >>

How To Handle Team Members Who Don’t Perform

Every business has team members who don’t perform at some point in time.

They may submit subpar work… they may constantly miss deadlines… there could be an energy mismatch between them and the company as a whole.

Whatever the reason, it’s expensive and time-consuming to look for new employees all the time…

So, here are a few ways of helping them improve their performance.

It all starts with communicating your concerns, so you and the employee can identify the root cause of the problem.

Ask them the right questions, and once you’ve uncovered the problem(s) you can create new targets and offer support and resources for them to improve.

You must also set clear expectations so the two of you know if the new targets are being met.

Finally, you must follow up with them and monitor their progress.

I shot you a roleplay of me coaching one of my event attendees on how to have a conversation like this >> 

How To Have Tough Conversations With Employees

Should any team member continue to underperform even with your support, eventually you’ll need to have an even tougher conversation to let them go.

Here are 3 things to think about before and while you have the conversation.

  • Make sure you prepare in advance and plan what you’re going to say. Be clear and direct with a clear outcome for the conversation, and have an answer for any challenges or objections that may arise.
  • Choose a private location where people can’t interrupt you or overhear what’s being said.
  • Practice aggressive listening: Pay close attention to what your employee is saying so you can construct thoughtful and respectful answers.

So there you have it…

My best tips for identifying and keeping “A players” in your organization…

Keeping your remote team accountable…

And dealing with underperforming employees.

I hope this newsletter has been of great help to you and your business.

Until next time… go high ticket,

Dan Lok

P.S. – Our 3-day business immersive High Ticket Mastery™ is coming up VERY SOON.

It’s the first and still only immersion training that destroys the low ticket mindset once and for all…

And replaces it with the identity change needed to run a High Ticket Business.

If you’d like to kick start the new year with an irresistible high ticket offer, a flow of high ticket leads, and the ability to sell without feeling needy or inauthentic…

Then click here for the full scoop >>

See you there

Could AI Steal Your Job? (Read This)

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There’s an AI art craze sweeping Instagram as I write this…

Some artists say AI will destroy their livelihood.

Some say AI will help the industry and won’t be as bad as expected.

Personally, I’m not in that industry, so I haven’t looked into it much.

Now, I don’t want to alarm you…

But here’s an important question you should ask yourself….

“Is my job at risk?”

Many jobs have already been replaced by computers or AI…

Just look at self-checkouts at supermarkets and self-ordering at McDonalds.

As a business owner, I’m always looking for ways to do the same job, faster and cheaper, and other companies are no different.

So where does that leave you?

I recorded you a quick 9 min video, where I break down the types of jobs that will disappear in the next 20 years, both low and high income jobs >>

Some of them have already begun disappearing as I mentioned above, but more are on the horizon.

After watching that video, I realize the thought of AI taking over is scary…

But in just a moment, you’ll discover why…

Why AI Doesn’t Spell The End Of all Jobs

It makes sense that computers can do complex tasks in high volumes much faster and more accurately than a human can.

We’ll never be able to compete at that level, but humans have abilities computers don’t.

And if you want to know what kinds of tasks you’ll do far better than any computer, then click here >> 

This is a breath of fresh air for anyone thinking they’ll be unemployed in the future.

As you saw in the video above, humans are far better at solving certain problems than computers are.

Furthermore, not every company will be able to afford the type of AI that can short cut their time invested.

How to Not Only Survive But Thrive During Automation

If you remember the first video you watched above, I mentioned a high income skill is a great alternative to your current job if it’s in danger of being automated.

The skill I was referring to in that video was High Ticket Closing or high ticket sales.

The reason why this can’t be replaced by AI is that closing is emotional.

Sure, in theory, you could program AI to say the right thing every time a prospect answers a question.

But the prospect knows AI doesn’t care about them.

The AI’s sole objective is to get the sale.

That’s why closers will ALWAYS have a job.

Another high income skill I teach is copywriting.

Now, this is different to closing as AI can write sales copy and articles, etc.

But AI does have limitations.

What if your client wants a style of copy or writing that isn’t programmed into the AI?

AI can’t think of all the things prospects want to see in an irresistible offer.

But a human can.

If you want to to know why I think AI won’t replace copywriters, click here to watch this quick 4 min video >>

Recently, I put some AI software to the test and gave my expert opinion on the piece of copy it produced, so if you want to see how well the AI performed, then watch this quick video >> 

So there you have it.

Automation is nothing to be afraid of if you’re willing to evolve and adapt to change.

If you embrace change rather than run from it, you’ll be fine.

To your success,

Dan Lok

P.S. – Ready to develop your first or next high income skill?

If so, then click here to check out the vast range of trainings at the Dan Lok Shop and ensure you’re AI doesn’t steal your job and livelihood >>

Feel Nervous When Raising Your Price?

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Welcome back to High Ticket Weekly Newsletter…

In previous newsletters we’ve covered a vast range of topics to help you build and grow your expert business.

Today, we’ll discuss one of the most important factors that determines your profitability and success.

PRICE.

Done right, you’ll create high margins and boost profitability.

Done wrong, you could see your business fail almost overnight.

In fact, in some cases, price can even become a marketing strategy.

So let’s dive in.

First, let me ask you…

How do YOU price your products and services?

If you’re like most people, you look at your competition and charge something similar.

This may seem like a smart thing to do because it keeps you “competitive” in the marketplace, but is that really true?

Personally, I don’t think so, and if you want to know why this is a bad idea, then click here to listen to this short podcast >>

Why Smart Brands Command A Premium Price

At the end of that podcast, you will have heard me talk about charging based on your value, and we’ll dive deeper into that in just a moment…

But before we do, I want to share with you how smart brands COMMAND premium prices.

If you take any high priced item, what’s the first word that comes into your head when you hear their brand name?

Most likely you’ll think expensive, prestige, high quality, status, etc.

That’s the kind of thing I’d like people to think when they hear my name.

And your brand should be no different.

(If you want to a crash course branding, please refer to one of my previous newsletters.)

In fact, studies show that people actually enjoy paying higher prices.

And in this video, you’ll discover a groundbreaking wine experiment that will give you more confidence in charging higher prices >>

3 Pricing Strategies To Price Your Product Or Service

In this video I discuss 7 different pricing strategies >>

One of which to price yourself is by the hour.

This is a bad idea if you want to scale your business.

3 of my favorite pricing methods in that video are…

  1. Price to Package – you create a package and price it accordingly.
  2. Price to positioning – you’re paid for your positioning in the marketplace.
  3. Price to value – you’re paid for the value you bring.

I strongly recommend you choose one of the 3 strategies above.

They’ll make business far easier and more profitable.

To discover how to price your services based on value and why people will pay you what you’re worth click here >>

How To Charge What You’re Worth So You Can Hit Your Revenue Goals

Charging what you’re worth isn’t only important if you want to hit your revenue goals…

It’s also important for your clients.

If you watched the video about how smart brands command premium prices, you may remember the wine experiment and how high prices changes your client’s psychology.

It’s also important because if there’s no skin in the game, there’s no game.

The more you charge, the more seriously they’ll take the transaction and relationship, and quite possibly, the better results they’ll get.

In this video, you’ll discover how much you should charge so it’s a WIN/WIN for both of you, and how much your time should be worth to hit your revenue goals >>

How To Sell More With Contrast Pricing

FAIR WARNING: You’re about to discover a very sneaky pricing strategy that will help you sell far more of your products and services.

I call it the 3 box method.

Now there’s a reason why we use 3 options and not just one or two.

There’s a reason why we create these offers in such a way they almost always choose the middle option and not the most expensive option.

To find out exactly why and how this contrast pricing method works so well, click here >> 

In our business we have multiple offers and use the 3 box method when we present to our prospects, and it works very well for us.

How To Raise Your Prices Without Feeling Nervous

I’m not going to lie…

Raising your prices can be intimidating, which is why people don’t do it more often.

When I was in my early twenties I raised my price from $1K to $10K in just a few months…

But don’t get me wrong, I was doubtful and scare of raising my price by even 10%.

So, if you want to know how to raise your price without getting nervous, and hear the funny story about how I made it work despite being doubtful, then click here >>

The Real Cause Of Price Resistance

It may surprise you to learn that all price resistance IS NOT in the mind of the client.

So to close this newsletter out, I want to share with you where ALL price resistance comes from >> 

I hope you’ve enjoyed this newsletter on pricing.

The content inside should empower you to choose the right pricing strategies for your business and increase your prices ethically and still have people pay them.

To your success,

Dan Lok

P.S. – Our exclusive 3-day live event High Ticket Mastery™ kicks off in just a few weeks.

By the time the event is over, you’ll have a “done list” NOT a “to-do list” of tasks already completed, and you’ll be well on your way to taking your business to multiple 6 or 7 figures.

So if you struggle to create and sell irresistible high ticket offers, then click here for the full scoop >>

The Dark Side of High Income Skills..

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I’ve got a bit of wake up call newsletter today…

Oftentimes it can be difficult to decide which direction to take for your career.

Do you start a business…

Develop a high income skill…

Or if you’ve tried both of those and decided to go back to a job, is that the right decision?

To be honest, there’s no right or wrong.

Not everyone is cut out for entrepreneurship…

Depending on mindset, not everyone could be cut out for high income skills, although if you work hard at it, I believe you can do it.

There’s nothing wrong with being an employee, but each path has pros and cons.

So, today we’ll talk about the darkside of each of the above.

I hope you’ll find this newsletter both valuable and informative and it helps you decide which path to take.

The Dark Side of Employment

On the surface, employment seems great.

You go to work, do your job, go home, and don’t have to worry about generating revenue, unless you’re in sales.

You get a certain amount of paid leave per year…

Sick leave…

And long service leave if you stay long enough.

But if you’re like most people, you’re in the 65-85% of people who’re unhappy at their job.

And if so, you’ll know how unfulfilling it is working a job you’re unpassionate about.

Waking up to an alarm every day, to rush to a job for 8-9 hours every day at a job you hate isn’t fun.

I worked in a supermarket for over a year and hated every minute.

You can only do that for so long before something has to give.

Either your mental health or your job ends up breaking.

And so you look for a solution, and that’s why you’re on my email list, [Name].

If you’ve been following me for a while, you’ll know I’m a big advocate of high income skills.

You develop your high income skill BEFORE you start a business.

But although high income skills are far less stressful than business there is a dark side to them too.

And if you want to know what to look out for so you don’t fall victim to any traps, then click here >>

Now don’t get me wrong…

Even though high income skills have a dark side, it doesn’t mean you shouldn’t pursue them.

They can be very rewarding and everything has a dark side…

Especially entrepreneurship.

The Dark Side of Entrepreneurship 

You see entrepreneurs on the covers of Forbes and Success Magazine, but you never hear about all the ones who failed.

You see me online in my penthouse or driving my Bentley, but only my wife Jenny, my mom, and I know the struggles I had to endure to get where I am.

I’ve had many times in my career where my mental health suffered.

I became depressed and anxious, and my self-doubt spiraled out of control.

Business has a way of kicking you when you’re down, and if you haven’t set up a safety net, then things can get pretty serious pretty fast.

This is why I shot you a video, where I speak on the dark side of business that almost no one talks about >> 

4 Types Of Entrepreneurs And How To Identify Which One You Are

So let’s pretend you’ve decided business is for you.

There are 4 categories of entrepreneur you could fall into.

The mission-based entrepreneur…

The passion-based entrepreneur…

The opportunity-based entrepreneur…

And the undecided entrepreneur.

Personally, I’m both mission-based and passionate about what I do, and have on occasion seen gaps the needed filling in the marketplace.

But BEWARE.

It’s important you identify which type you are, because each has a dark side you must be aware of >>

If you begin your entrepreneurial journey without knowing what your dark side is, you’ll fall into a trap you could have avoided. 

So Where To From Here?

Remember, you’re the driver of your vehicle.

Only you can choose what to pursue.

Each choice has pros and cons.

Each choice will be hard for different reasons.

Business is harder than high income skills.

High income skills are harder than a job.

But working an unfulfilling job for 40 years and getting only 2 weeks leave per year is hard as well.

Some choices may bring you fulfillment while others bring you perceived “safety”.

In my opinion, if you’re just getting started and want to move on from your 9-5…

A high income skill carries the least risk.

You could see financial results far quicker than with business, which has extremely high failure rates, and can take 2-3 or more years to become profitable.

Ultimately, you won’t fail if you never give up.

To your success

Dan Lok

P.S. – If you’ve decided business and working 9-5 isn’t for you…

Then click here to check out some of my high income skills trainings at the Dan Lok Shop >>

I promise if you work on your skills, eventually you’ll be able to leave your job…

And after making money with your skills for a few years, you may even like to start a business, and you’ll be well prepared.

How To Get Good At Anything, FAST..

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I’m almost certain you’ve heard the phrase “the more you learn the more you earn”.

It’s very true, and as the new year is in full swing…

I thought it would be a good idea to give you actionable steps and strategies for learning and getting good at anything fast, so you can increase your income faster than you ever imagined.

Before we begin, it’s important you’re patient with yourself.

Everyone learns at different rates, and in different ways.

Learning takes time and effort, but that doesn’t mean there aren’t ways you can fast-track your absorption of concepts and skills.

Let’s go!

How to Uncover Your Favorite Learning Style

Some people are more visual and learn best with pictures and videos…

Some are more auditory and learn best with sounds and Mp3s…

Some are kinesthetic and learn best by doing, and some learn best by reading.

What do you think your favorite way of learning is?

That’s one of the biggest problems with the school system, it’s passive learning, and they make everyone learn the same way.

So, now you know your best learning style, don’t deviate from it.

3 Ways To Set Yourself Up For Success

1. Set specific learning goals

You must clearly define what you want to learn and why.

When you know the reason why you’re learning something, it gives you the motivation you need to continue when you run into roadblocks.

2. Environment is KEY

Your environment is always more powerful than your willpower.

If your environment doesn’t support your learning goals, you’ll make things more difficult than they have to be.

Find a quiet and comfortable place free of distractions.

3. Retain What You Learn

Find the best method of retaining what you learn.

Be sure to test yourself on the material by using flashcards or quizzing yourself, or asking someone else to test you.

If you want to know how to absorb and remember 70% of what you learn, then watch this video >>

How To Become A Fast Learner

Not only does the school system make everyone learn the same way.

They don’t actually teach you HOW to learn.

They just give you the information and it’s your job to work out how you learn best.

That’s why so many students get discouraged and think they’re stupid.

Because they’re not understanding the concepts they’re being tested on.

Having a solid blueprint to follow that ensures you’ll pick things up faster is KEY…

So if you’ve ever felt like a slower learner, this video does a great job of explaining how to create a learning blueprint for yourself >> 

Why WHO You Learn From Is MORE IMPORTANT Than What You Learn

If you’ve been following me for a while, you’ll know I believe WHO you learn from is more important than what you learn.

It’s something the content creator in the previous video alluded to as well.

And in this video, I explain exactly why I believe this to be true >>

I highly suggest you watch the video above, as it outlines 3 ways you could learn and which I believe is the best way to give you the best chance of success…

And why other ways of learning are a waste of your time.

How To Get Good At Anything FAST

When learning any skill there are 6 things you must do to ensure you get the information and feedback you need to progress at a steady and fast pace.

One of the biggest things you can do to fast-track your learning is by figuring out what the key points of leverage are.

For example, if you learned the top 100 Spanish words, you could be around 50% fluent.

That’s leverage.

If you want to know the other 5 keys to getting good at anything fast, I strongly suggest you watch this video >> 

Why I Don’t Read Books

What I’m about to share with you is VERY counter-intuitive.

If you’re someone who likes reading but doesn’t get the results you desire from books, then pay close attention to what I say next.

I read 2-3 books per week, but I rarely read a book cover to cover.

Why?

Because I’m not reading for pleasure.

I’m reading for action steps.

Every book I read, I look for action steps I can implement right away.

This cuts down my reading time significantly and allows me to implement FAST.

If you want a deeper dive into my method of “reading” then click here >>

How To Improve Your Reading Speed

Even though I don’t often read entire books, reading at a faster pace allows me to read and implement even faster.

In this video, you’ll discover my best tips for reading faster so you can implement what you learn and grow quicker, as a result >>

Now you don’t have to go crazy and read multiple books per week.

You must pick your books wisely and only implement what makes sense to you.

That’s where self-awareness comes in, and that’s a newsletter topic for another week.

I hope you’ve found this newsletter valuable.

If you implement just a handful of these tips, you’ll look back one year from now and you’ll be amazed at what you’ve achieved.

Till next time,

Dan Lok

P.S. – With all this in mind, now you’re in a great position to develop a high-income skill faster than you would have before.

So, if you’re looking for a high-income skill that can help catapult your income, then click here to check out our range of high-income skills training at the Dan Lok Shop >>

I hope you enjoy reading this blog post.

Schedule an add a zero session™ with our team to see how you can use our time-tested strategies and systems to scale your business now.

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